Account Executive, Army (AI)

Location: Washington, DC, with the ability to work on-site or with the customer three days a week. Travel at least 30% of the time.

Salary: $203,200–$254,000 USD base salary annually for the Washington, DC location; eligible compensation may also include equity and benefits.

Company

Scale AI develops reliable AI systems, high-quality data, and full-stack technologies for government and enterprise AI applications, including Army and Air Force programs.

What you will do

• Own the Army territory, annual bookings target, full sales lifecycle, and a qualified pipeline of at least 3x target.
• Expand proven Scale offerings into new Army buying centers and convert prototypes into funded, multi-year deployed capabilities.
• Secure executive sponsorship and programmed funding across POM, program offices, and production vehicles.
• Draft white papers and OTA responses, lead complex proposals, architect deal structures, and navigate defense acquisition.
• Manage renewals, expansion, executive relationships, customer health, and follow-on funding across the Army.
• Co-design agentic AI workflows with solutions engineers and operators while negotiating teaming and subcontracting agreements with systems integrators and primes.

Requirements

• 7+ years of experience across Army operations, government acquisitions, complex enterprise IT sales, or defense business development; Army military or government civilian experience counts heavily.
• Proven success closing and implementing multi-year deals and getting budget line items funded.
• Deep knowledge of Army modernization priorities and applications of AI/ML, computer vision, and autonomy.
• Demonstrated ability to move technology from a prototype to deployed capability within a major PEO or program office.
• Existing relationships across HQDA, USARPAC, PEOs, PAEs, ASA(ALT), major primes, and systems integrators.
• Active Secret clearance required at minimum; active TS/SCI strongly desired.
• BS/BA required; technical degree or MBA preferred.
• Ability to work on-site or with the customer three days per week in Washington, DC.
• Ability to travel at least 30% of the time.

Nice to have

• Active TS/SCI clearance.
• Technical degree or MBA.
• Experience explaining RAG and agentic reasoning to technical evaluators.

Culture & Benefits

• Individual contributor role with substantial territory leadership and accountability for the commercial result.
• Mission-driven work deploying AI for national defense and other important decisions.
• Health, dental, and vision coverage; retirement benefits; learning and development stipend; and generous PTO.
• Eligible roles may include equity compensation and a commuter stipend.
• Inclusive equal opportunity workplace with reasonable accommodation support.

Hiring process

• Compensation is determined during the interview process based on location, skills, experience, qualifications, interview performance, and education or training.
• Candidates must wait 90 days before reapplying for the same role after consideration.